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 Business-to-Business Relationship Selling
For 13 years, as owner/operator of a small Silicon Valley technology company, I helped corporate and government IT professionals design computer networks (LANs) that were economical, effective and reliable. By establishing myself as a trusted partner during the network design phase, I was able to successfully close more than 90% of my proposals for my company to build the networks I designed.
After selling my company, I took an Account Executive position with a Silicon Valley network integrator where I received training from Hewlett-Packard on HP’s Relationship Selling strategy. This training was part of HP’s initiative to help their partners sell more high-end ($17K to $100K) HP servers. HP-style relationship selling nicely complimented my own brand of relationship selling, and helped me to achieve the President’s Club Award for sales excellence with this integrator.
My professional sales career continued when I joined a Silicon Valley network technology startup as Western Region Sales Manager. Though my primary responsibility was sales, as is so often the case in startup companies I assumed other responsibilities as well. I became the company’s technical writer and I assumed responsibility as product manager for the company’s flagship product. My work in sales, technical publications and product management contributed greatly to the company’s acquisition by Efficient Networks (later acquired by Siemens AG), where I assumed the roles of product manager, technical publications manager, software quality assurance manager, and ultimately Director of Program Management.
Sales and marketing roles I’m well qualified to perform:
- Direct business-to-business selling (outside sales)
- Product marketing management
- Product management
- Sales management
- Sales staff education
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